Well worth a read…a valuable addition to any sales tool kit
See on www.innovatorstraction.com
Do you know what to look for in your next sales hire? In this blog, 10 experts weigh in on the must-have qualities of successful sales professionals.
Great article – I am always led by the line that say ‘Hire on Skills – Fire on Attitude’ because it is so true. I personally always seek to find sales people who are curious, coachable and are able to demonstrate diversity in their thinking whilst having a very pragmatic and practical approach to providing a meaningful solution. The one thing I screen heavily for is people who are out of touch with the reality of a situation. Past experience has taught me that this is a key issue when driving sales performance.
See on www.lattice-engines.com
Do your sales team really need another sales training course?
Before you look at investing in any sales training course – even a refresher course, take a quick look at the following areas of your business:
Sales training could be the last thing you need, meaning there are other things that can be addressed more simply, quicker and often at a much lower cost.
Think about this, if you are not making the margin your require, maybe you are not generating any margin at all, running at a deficit.
Then it is highly likely that most sales training programs will get your team to do much of what they are already doing since quick fix sales training courses have a very low retention rate on new skills, behaviours and ways of working. Therefore, just doing what they are doing already but potentially doing it faster, more effectively. Yes, you may well become more efficient at losing money.
When you do get to the point of selecting your training provider ask yourself these things:
Most sales training programs fail for four main reasons
As adults we understand that some new skills can be adopted very quickly, and to a high level of competence. Learning to sell is not one of those skills.
Sales training often has to fulfil two functions:
Furthermore, teaching someone to sell is a hearts and minds endeavour. Revising the sales script, getting them to ask more open questions, giving the sales team new lines to close with can all have some impact but that impact is likely to be small and short-term.
Delivering the thought process behind the lines, the logic of the professional sales pitch and the actions to take at each point, the deviations to make, how to re-establish control, how to close along the way…those are skills that take time to deliver properly and develop in the field, and even longer to adopt as second nature.
I’m not suggesting that sales training should be like painting the Forth Bridge, what I am suggesting is that you forget about sheep dipping and concentrate on the three or four aspects of the sales call that would make the world of difference. Train in just what the sales team need to improve on. Also, to increase the effectiveness of the sales training you might want to think about having a training program where the trainer:
To discuss your sales needs, whether increasing profits, accelerating sales growth, building a more productive sales team or refining and driving your sales strategy, call us for a confidential chat.
Carol Griffiths – Lead Consultant and Director
Morton Kyle Limited
0779 002 1885